SCHOOL OF COMMERCIAL LENDING

Transcription

1 2015 PENNSYLVANIA BANKERS ASSOCIATION SCHOOL OF COMMERCIAL LENDING JUNE 7 11, 2015 PENN STATER CONFERENCE CENTER STATE COLLEGE, Pa. PROFESSIONALS DEDICATED TO YOUR SUCCESS

2 January 14, 2015 Dear Colleague: I am pleased to present information on the 2015 PA Bankers School of Commercial Lending scheduled for June 7-11 at the Penn Stater Conference Center, State College, Pa. The School of Commercial Lending curriculum primarily focuses on business development, credit structuring, the practical application of commercial lending knowledge, and client and internal communication. The educational content of this program is designed for individuals looking to attain a well-rounded commercial lending skill set. In recent years, it has become increasingly difficult for banks to find and hire quality commercial lenders. As a result, many banks have focused on developing lenders internally, making them responsible for driving this important source of revenue. Upon completion of the School of Commercial Lending, students will possess the skills needed to excel in the commercial lending arena. Please feel free to share this information as appropriate. If you have any questions or need additional information, do not hesitate to call Marilyn Wisniewski, Director of Residential Schools, (717) Best regards, Joseph W. Major Chair, Professional Development Policy Committee President & Bank Leader The Victory Bank Limerick, Pa. Enclosure 3897 North Front Street, Harrisburg, PA Tel. (717) Professionals Dedicated To Your Success

3 The Pa Bankers professionals were wonderful. Great learning SCHOOL OF COMMERCIAL LENDING The School of Commercial Lending primarily focuses on business development, credit structuring, and the practical application of commercial lending knowledge, as well as client and internal communication. The educational content of this program is similar to 200- and 300-level college courses and is designed for individuals looking to attain wellrounded business development and commercial lending skill set. Case studies embedded in the curriculum bring real-world scenarios to the classroom providing students with opportunities to share ideas and experience. Our faculty members add unexplored perspectives increasing student knowledge and capability. HOW WILL THIS SCHOOL PREPARE STUDENTS FOR THEIR COMMERCIAL LENDING FUTURE? Upon completion of the PA Bankers School of Commercial Lending, students will have a broad-based understanding of their role as commercial lenders and be more effective at business development. The school is a stepping stone to achieving senior lender status. WHO SHOULD ATTEND? Graduates of PA Bankers Essential of Commercial Lending Program; Commercial lenders wanting to expand their knowledge and skill set; Branch managers required to be skilled in commercial lending; and Credit analysts who need to understand the practical application of lending skills. REQUIREMENTS: High school diploma; and commercial lending and/or credit analysis experience (preferably 2+ years). CONTINUING EDUCATION: This program has been submitted for CPE credits, CLE credits and to the Institute of Certified Bankers (ICB) for CRCM, CFMP and CLBB credits. Check for credit updates. PROGRAM EXAM: Students will be required to take an online exam within two (2) weeks of returning to their banking institution. Upon successfully passing the exam, students will receive a Certificate of Completion from the PA Bankers Association. Co-Sponsoring State Associations New York Bankers Association

4 CLASS SCHEDULE TIME SUNDAY, JUNE 7 MONDAY, JUNE 8 TUESDAY, JUNE 9 WEDNESDAY, JUNE 10 THURSDAY, JUNE 11 8 a.m. 8 a.m a.m. 8 a.m a.m. 8 a.m. - 9:30 a.m. 8 a.m. - 8:55 a.m. 8:15 Accounting How Today s Loan Structure Participations & 8:30 Refresher Environment is Their Negotiations 8:45 Driving the George Kester Al Jones 9 a.m. Mark Bettner Commercial 9 a.m a.m. 9:15 Lending Business Loan Workouts 9:30 Break Session 9:45 Vince Moye 9:45 a.m. - 11:45 a.m. Al Jones 10 a.m. Break Break Relationship Break 10:15 10:15 a.m. - 11:45 a.m. 10:15 a.m. - 11:45 a.m. Sales 10:15 a.m. - 11:30 a.m. 10:30 Understanding & Financial Statement Loan Workouts 10:45 Analyzing Role of Pers. Analysis: Evaluating a Wayne Whipple Session (cont) 11 a.m. Fin. Statements in Borrower s Perform. 11:15 Credit Decisions & Fin. Condition combined session with Al Jones 11:30 Jim Kuhn George Kester School of Banking Lunch 11:45 Lunch Lunch Lunch Noon Noon - 12:30 p.m. 12:15 Registration 12:30 12:30 p.m. - 1:15 p.m. 12:30 p.m. - 2:30 p.m. 12:45 Welcome & 12:45 p.m. - 2:15 p.m. 12:45 p.m. - 2 p.m. 12:45 p.m. - 2:15 p.m. Moving from 1 p.m. Orientation Global Financial Statement Ethics/Compliance Relationship Manager 1:15 1:15 p.m. - 2:45 p.m. Cash Flow Analysis & Corporate to Resource Manager: 1:30 Team Building (cont) Governance Trust-Based Selling 1:45 Jeffrey Johnson in Commercial Banking 2 p.m. Mark Graziadio Break Dean Dusinberre 2:15 Break Overview-Case Study I Break Jack Hubbard 2:30 2:30 p.m. - 4 p.m. 2:30 p.m. - 4 p.m. Overview-Case Study II Break 2:45 2:45 p.m. - 4:45 p.m. Real Estate Butler Lumber 2:45 p.m. - 4 p.m. 2:45 p.m. - 4 p.m. 3 p.m. Banking & Cash Lending Multi - Case Study I Toy World Presenting to the 3:15 Management Family Group Preparation Case Study II Borrower & the 3:30 Group Preparation Loan Committee 3:45 TBD TBD George Kester 4 p.m. 4 p.m. - 5 p.m. 4 p.m. - 5:30 p.m. George Kester Jeff Myers 4:15 Understanding Butler Lumber 4 p.m. - 5:30 p.m. Wrap-Up & 4:30 Appraisal Rev Process Case Study I Toy World Adjournment 4:45 Break Johnson Presentations Case Study II 5 p.m. 5 p.m. - 6 p.m. Dinner on Your Own Presentations 5:15 Elements of a & George Kester George Kester 5:30 Concise Credit Memo Read Case Study I Dinner on Your Own Dinner On Your Own 5:45 Jeffrey Johnson & 6 p.m. 6 p.m. - 7 p.m. Read Case Study II 6:15 Class Photo & 6:30 Welcome Reception 6:45 w/school of Banking 7 p.m. 1/8/15 Director: Robert (Bob) Vernick

5 TEAM BUILDING Mark Graziadio The course provides an interactive opportunity for students to meet while engaging in a session stressing the value of teamwork and the nature of team operations. BANKING & CASH MANAGEMENT TBD Designed to increase student s understanding of cash management, participants will discuss how to increase the bank s value perspective with commercial clients and prospects. Students will use specific examples to follow customers cash maximizing their short-term liquidity while increasing the customer s time efficiencies and security. ELEMENTS OF A CONCISE CREDIT MEMO Jeffery Johnson After a detailed credit analysis of a loan request has been performed, it is now time to communicate your findings in writing. Credit memoranda are a primary means of communications within the banking industry. In writing concise credit memoranda, it is not what you say that commands attention, but how you say it. The purpose of this course is to teach skills required to write a concise credit memorandum, which places emphasis upon factors or trends that are important without the need to state the obvious. ACCOUNTING REFRESHER Dr. Mark S. Bettner The course provides a basic overview of general purpose financial statements, their purpose, and their elements. It also illustrates how general purpose financial statements can be used to assess a company s profitability, solvency, and liquidity. UNDERSTANDING & ANALYZING THE ROLE PERSONAL FINANCIAL STATEMENTS PLAY IN CREDIT DECISIONS James (Jim) Kuhn Students will learn how to identify assets/liabilities that haven t been disclosed on the PFS by using a tax return and credit bureau report. The course will also discuss joint personal financial statement vs guaranty as well as what borrowers may do to protect their assets in a problem situation and what bankers can do to preserve their rights and interests. The value of personal guarantees as secondary and tertiary sources of repayment will be discussed as well. GLOBAL CASH FLOW Jeffery Johnson Understanding how to calculate and interpret cash flow is essential for successful bankers. This course is designed to assist bankers in calculating cash flow utilizing the Uniform Cash Flow Analysis (UCA) method and to provide guidance in calculating Global Cash Flow Analysis for those entities that must rely on excess cash generated by their owners to service the business entity s commercial debt. The use of several cases will be provided in order to demonstrate Global Cash Flow Analysis Great program with awesome instructors. The facility was very nice, too. Keep up the great work! COURSE DESCRIPTIONS including a case for the borrower with interest in other business entities. Upon completion of this course, the participant will have a good understanding of how cash flow is calculated and more importantly, how to interpret its meaning. REAL ESTATE LENDING MULTI-FAMILY TBD UNDERSTANDING THE APPRAISAL REVIEW PROCESS Jeffery Johnson HOW TODAY S ENVIRONMENT IS DRIVING THE COMMERCIAL LENDING BUSINESS Vincent (Vince) D. Moye, Jr. This course will provide the knowledge and skills to be a more effective commercial lender in today s lending environment. Upon completion, students will be able to explain why good human relations skills are important to the successful lending officer in many stages of the commercial lending process. Participants will learn to: identify the functions of the loan interview and credit investigation; describe how the borrower s financing needs and business type can affect the structuring of a loan; list important elements of loan documents and describe their functions; recognize warning signs of problem loans; and identify ways that you can prevent problem loans. FINANCIAL STATEMENT ANALYSIS: EVALUATING A BORROWER S PERFORMANCE & FINANCIAL CONDITION Dr. George Kester Students will be assisted in using a borrower s financial statements to evaluate the borrower s profitability, sources of profitability, financial condition and cash flows. An overview of the basic types of financial statements, the components of financial statements, and auditor opinions will be given. Upon completion of this course, students should be able to perform ratio analysis of a borrower s financial statements to assess a borrower s liquidity, asset management, leverage and profitability and understand how to interpret a statement of cash flows. BUTLER LUMBER COMPANY CASE STUDY Dr. George Kester To provide students with hands-on experience in applying the concepts and tools of financial statement analysis to assess a growing company s performance and financial condition, understand the causes of its increasing borrowing requirements, and evaluate financial alternatives from the viewpoint of both the borrower and lender. The case sets the stage for module on loan structure. LOAN STRUCTURE Dr. George Kester Covered in this course are issues on how to structure loans according to the borrower s cash flows and repayment ability. Special emphasis is placed upon financing net working capital, short-term loans, and evaluating a borrower s debt capacity.

6 COURSE DESCRIPTIONS RELATIONSHIP SALES Wayne Whipple This course will present a professional approach to building long-term, profitable, multi-product sales relationships with new and existing customers. Retail, commercial services, wealth management and investment sales practices and processes will be explored. Managing the sales interaction will be emphasized without detailing how to sell each unique product a bank may have to offer. ETHICS/COMPLIANCE & CORPORATE GOVERNANCE Dean H. Dusinberre, Esq. This course will involve an interactive discussion of various fact patterns presenting ethical dilemmas that commercial loan officers typically encounter and will explore the corporate governance processes intended to guard against ethical lapses. Students will become more aware of the ways in which their ethics may be tested and how to better respond to those situations. TOY WORLD, INC. CASE STUDY Dr. George Kester This case follows up the course module on loan structure to provide students with hands-on experience in assessing a company s borrowing requirements related to a seasonal build-up of current assets. This case is discussed from viewpoints of the company s management, who must evaluate the trade-off between profitability and risk in deciding whether or not to adopt a level of production schedule, and the company s banker, who must decide whether or not to support the switch to level production by substantially increasing the company s seasonal line of credit. Students are provided with monthly forecasted income statements and balance sheets that provide an opportunity to examine the patterns of current assets, cash flows, and borrowing requirements of a seasonal company. Whereas Butler Lumber Company focuses upon growth in permanent current assets, Toy World, Inc. focuses upon seasonal swings in temporary current assets. MOVING FROM RELATIONSHIP MANAGER TO RESOURCE MANAGER: TRUST-BASED SELLING IN COMMERCIAL BANKING Jack Hubbard Consultative Selling is dead. Solution Selling is in the rear view mirror. The old playbook no longer plays. In this uber competitive environment, the client and prospect are more demanding than ever before. That requires a new approach Trust-Based Selling. In fact, the Harvard Business Review reports that 60 percent of potential buyers have researched options, evaluated the seller and the company BEFORE an initial conversation. Today, therefore, and going forward, RM must mean much more than Relationship Manager. This fast-paced class outlines what it takes to become a Resource Manager and provides several practical take homes to help you launch this process immediately. PRESENTING TO THE BORROWER & THE LOAN COMMITTEE Jeffery W. Myers Students will learn tips and skills to work with clients in order to prepare for a positive outcome to these questions: How proficiently do you represent your bank across the table from the borrower? Are you creating the win/win relationship? Are you comfortable in how to help the customer save the relationship even when you can t make the loan? Students will also learn what is crucial in establishing personal credibility with the loan committee. Students will garner knowledge from the real-life experiences of a seasoned commercial lender on how to effectively manage the difficulties associated with the dual role as a representative for both the bank and the client. SCHOOL HONOR STUDENTS An online exam will be required of each student upon return to their bank after the conclusion of the program. Students receiving the highest scores will be selected as Honor Students. Their respective Chief Executive Officer will be notified of this achievement and those students will be recognized at the 2016 PA Bankers Spring Summits. PARTICIPATIONS & THEIR NEGOTIATIONS Albert (Al) Jones Students will learn the basic content of a participation agreement, and an introduction to the key terms in participation agreements. Real-life examples will be provided to explain the interactions between bankers, both as the lead bank and the purchasing participant. LOAN WORKOUTS Albert (Al) Jones Understand how to identify problems surrounding a loan before the loan itself becomes the problem, as well as identify the various types of borrower defaults and remedies available to the lender. Discussions of various strategies concerning troubled loans and the different types of loans involved. Students will review the basic contents and structure of typical workout agreements, and factors to consider regarding internal loan classifications of troubled loans. ATTENTION CPAs: This course has been submitted for CPE credits from the PA State Board of Accountancy. Continuing education credits may be earned from attendance at this program toward the Institute of Certified Bankers (ICB) Certified Lender Business Banker (CLBB)* certification program. *Certified Lender Business Banker (CLBB): Applicable to financial services professionals whose primary function and expertise focuses on the provision of credit and financial transaction services to businesses and/or corporations.

7 SCHOOL OF COMMERCIAL LENDING JUNE 7-11, 2015 The Penn Stater Conference Center State College, Pa. The Penn Stater offers luxury and comfort as well as the technology you need to stay in touch and get things done. REGISTRATION INFORMATION DISTINGUISHED FACULTY Mark S. Bettner, Ph.D. Albert (Al) Jones Professor of Management Executive Vice President, Commercial Real Estate Bucknell University Penn Liberty Bank Lewisburg, Pa. Wayne, Pa. Dean H. Dusinberre, Esq. George W. Kester, Ph.D. Partner Martel Professor of Finance Rhoads & Sinon, LLP Washington & Lee University Harrisburg, Pa. Lexington, Va. PA Bankers Member Non-Member $2, Tuition/Double Room $3,075...Tuition/Double Room $2,500...Tuition/Single Room $3,500...Tuition/Single Room Student tuition is for the complete in-residence program and includes registration, room and board, selected meals and classroom materials. Any registrant withdrawing prior to May 1 is eligible for a refund of 80 percent; there will be a 20 percent retention of the tuition fee for administrative expenses. For withdrawals after May 1, there will be a 50 percent retention of the tuition. No refund will be issued after the school begins. All refund requests must be made in writing to the PA Bankers. REQUIREMENTS A high school diploma; some commercial lending and/or credit analysis experience (preferably 2+ years). Mark Graziadio Vice President Honesdale National Bank Honesdale, Pa. Jack Hubbard Chairman, Chief Sales Officer St. Meyer & Hubbard Elgin, Ill. Jeffery Johnson Chief Executive Officer/Executive Consultant Bankers Insight Atlanta, Ga. James (Jim) F. Kuhn Executive Vice President, Chief Lending Officer Reliance Bank Altoona, Pa. Vincent (Vince) D. Moye, Jr. Relationship Manager FHLBank Pittsburgh Pittsburgh, Pa. Jeffrey (Jeff) W. Myers Executive Vice President, Chief Lending Officer Centric Bank Harrisburg, Pa. SUGGESTED COURSE BACKGROUND ABA Training Accounting, Analyzing Financial Statements, or PA Bankers Essentials of Commercial Lending EXL Program. SCHEDULE Sunday, June 7 Monday, June 8 Wednesday, June 10 Noon...Registration 8 a.m. - 5:30 p.m...classes/group Work 12:30 p.m... Welcome & Orientation 1:15 p.m... Classes Begin Thursday, June 11 6 p.m... Class Photo & Welcome Reception 8 a.m. - 4:30 p.m... Classes/Wrap-Up Wayne Whipple Vice President, Business Development PA Bankers Association Harrisburg, Pa.

8 o Visa o Mastercard # Exp. FOR OFFICE USE ONLY Date Rec d Check # Amount: Sgl: REGISTRATION FORM 2015 School of Commercial Lending June 7 - June 11 The Penn Stater Conference Center State College, Pa North Front Street Harrisburg, PA PRSRT STD US POSTAGE PAID HARRISBURG PA PERMIT NO 775 $2,050 - Member Double Room Tuition $3,075 - Non-Member Double Room Tuition $2,500 - Member Single Room Tuition $3,500 - Non-Member Single Room Tuition Personal Information (please print or type) Name Nickname for Badge Title Bank Name Your Branch Mailing Address City State Zip Business Tel. Cell Educational Background: High School Some College Associate Degree Bachelor s Degree Master s Degree Total Years Bank Experience: 1-2 yrs. 3-4 yrs. 5-7 yrs yrs yrs yrs. 20 or more Gender: Male Female Special needs? No Yes (contact PA Bankers) TUITION: Student tuition is for the complete in-residence program and includes registration, room and board, selected meals and classroom materials. Any registrant withdrawing prior to May 1 is eligible for a refund of 80 percent; there will be a 20 percent retention of the tuition fee for administrative expenses. For withdrawals after May 1, there will be a 50 percent retention of the tuition. No refund will be issued after the school begins. All refund requests must be made in writing to the PA Bankers Association. DEPORTMENT STATEMENT: The banking industry has always prided itself on maintaining a high professional standard of conduct. Individual bankers are expected to perpetuate this reputation by acting in all things and places in a manner that merits trust and confidence. No less is expected of students attending this school. Those who do not comply may be dismissed from the program. An attendance record will be kept throughout the program. PHOTO RELEASE: I hereby grant permission to the Pennsylvania Bankers Association the right to use, reproduce, and/ or distribute photographs of me during my tenure at the School of Commercial Lending, without compensation or approved rights, for use in materials created for purposes of promoting the activities of the Pennsylvania Bankers Association. APPLICANT SIGNATURE: I have read the admission requirements and Deportment Statement and desire to enroll in the school. I agree to abide by all the requirements for participation in this program including adhering to the scheduled arrival and departure times as set by the directors. I have listed all pertinent information regarding my qualifications for admission. Applicant s Signature Mail completed original application and check (payable to Pennsylvania Bankers Association) to: PA Bankers Association 3897 North Front Street Harrisburg, PA Date THIS INSTITUTION DOES NOT DISCRIMINATE WITH REGARD TO RACE, COLOR, GENDER, AGE OR DISABILITY. SCHOOL OF COMMERCIAL LENDING Director Assistant Director Robert A. Vernick Carolyn M. Concannon Senior Vice President, Chief Lending Officer Senior Vice President, Chief Credit Officer The Farmers National Bank of Emlenton AmeriServ Financial Bank Emlenton, Pa. Johnstown, Pa. Garry R. Benfer Senior Vice President, Loan Administrator Mifflinburg Bank and Trust Company Mifflinburg, Pa. Susan Carson Executive Vice President, Senior Credit Officer Susquehanna Bank Lancaster, Pa. William J. King, Jr. Senior Vice President, Commercial Lending Manager Washington Financial Bank Washington, Pa. ADVISORY COMMITTEE Brian A. Lawrence Commercial Relationship Manager Susquehanna Bank Lancaster, Pa. Eric B. Offner Executive Vice President & Chief Credit Officer The Victory Bank Limerick, Pa. John Ventura Vice President, Retail Lending QNB Bank Quakertown William F. Wise, Jr. Senior Vice President, Commercial Lending Manager Hometown Bank of PA Bedford, Pa. PA BANKERS CONTACTS Jackie Catalano Marilyn Wisniewski Vice President, Training & Director, Residential Schools & Meeting Management Meeting Operations (717) (717) jcatalano@pabanker.com mwisniewski@pabanker.com Pennsylvania Bankers Association 3897 North Front Street Harrisburg, PA Tel. (717) FAX: (717) Professionals Dedicated to Your Success